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      • 1996
      • Book

      The Development Factory: Unlocking the Potential of Process Innovation

      By: G. P. Pisano
      Keywords: Business Processes; Innovation and Management
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      Pisano, G. P. The Development Factory: Unlocking the Potential of Process Innovation. Boston: Harvard Business School Press, 1996.
      • August 1996 (Revised August 1997)
      • Case

      TNT Limited's Logistics Services in Asia (A): The Strategy

      By: Michael Y. Yoshino and Carin-Isabel Knoop
      Meredith Hellicar's mission as general manager of corporate development is to make TNT Ltd. one of the biggest and most diverse transport and logistic companies in the world, with approximately $5 billion in turnover in 1993, a leading provider of logistics services in... View Details
      Keywords: Business or Company Management; Managerial Roles; Distribution; Logistics; Mission and Purpose; Partners and Partnerships; Strategy; Diversification; Transportation Industry; Asia; China; Indonesia; Thailand
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      Yoshino, Michael Y., and Carin-Isabel Knoop. "TNT Limited's Logistics Services in Asia (A): The Strategy." Harvard Business School Case 397-017, August 1996. (Revised August 1997.)
      • May 1996 (Revised March 1998)
      • Case

      SaleSoft, Inc. (A)

      By: Das Narayandas
      SaleSoft, a start-up firm, markets Comprehensive Sales Automation Solutions (CSAS) that automate a firm's sales, marketing, and service functions. Even though the product has received very favorable responses from prospects, product complexity and a long buying cycle... View Details
      Keywords: Business Startups; Decisions; Revenue; Marketing Strategy; Product Launch; Sales; Opportunities; Information Technology; Technology Industry
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      Narayandas, Das. "SaleSoft, Inc. (A)." Harvard Business School Case 596-112, May 1996. (Revised March 1998.)
      • October 1995 (Revised May 2006)
      • Case

      Andersen Consulting - EMEAI: Reorganization for Revitalization

      By: Ashish Nanda and Michael Y. Yoshino
      Vernon Ellis, managing partner of Andersen Consulting -- Europe, Middle East, Africa, and India (AC -- EMEAI), is considering how best to reorganize. AC -- EMEAI has grown rapidly over the past five years to become Europe's largest consulting operation. However, Ellis... View Details
      Keywords: Restructuring; Organizational Change and Adaptation; Business or Company Management; Organizational Design; Growth Management; Cost vs Benefits; Leading Change; Management Teams; Consulting Industry; Europe; Africa; India; Middle East
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      Nanda, Ashish, and Michael Y. Yoshino. "Andersen Consulting - EMEAI: Reorganization for Revitalization." Harvard Business School Case 396-007, October 1995. (Revised May 2006.)
      • October 1995 (Revised October 1996)
      • Case

      Disney Consumer Products in Lebanon

      By: John A. Quelch
      The managing director of Disney Consumer Products for Europe and the Middle East is reviewing recent market research in Lebanon regarding the sales potential of Disney licensed products and assessing the pros and cons of several distribution options. View Details
      Keywords: Distribution; Multinational Firms and Management; Market Entry and Exit; Brands and Branding; Consumer Products Industry; Lebanon
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      Quelch, John A. "Disney Consumer Products in Lebanon." Harvard Business School Case 596-060, October 1995. (Revised October 1996.)
      • September–October 1995
      • Article

      Realize Your Customers' Full Profit Potential

      By: Leonard A. Schlesinger and Alan W.H. Grant
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      Schlesinger, Leonard A., and Alan W.H. Grant. "Realize Your Customers' Full Profit Potential." Harvard Business Review 73, no. 5 (September–October 1995): 59–72.
      • 1995
      • Working Paper

      From Technological Potential to Product Performance: An Empirical Analysis

      By: Marco Iansiti
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      Iansiti, Marco. "From Technological Potential to Product Performance: An Empirical Analysis." Harvard Business School Working Paper, No. 96-007, August 1995.
      • July 1995 (Revised October 1995)
      • Background Note

      Electronic Commerce: Trends and Opportunities

      By: Lynda M. Applegate and Janis Lee Gogan
      In a 1966 Harvard Business Review article, Felix Kaufman implored general managers to think beyond their own organizational boundaries to the possibilities of interorganizational systems (IOS)--networked computers that enable companies to share information and... View Details
      Keywords: Internet and the Web; Trends; Opportunities
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      Applegate, Lynda M., and Janis Lee Gogan. "Electronic Commerce: Trends and Opportunities." Harvard Business School Background Note 196-006, July 1995. (Revised October 1995.)
      • March 1995
      • Case

      Donald Salter Communications, Inc.

      By: Stuart C. Gilson and Jeremy Cott
      A new CEO is hired to manage the turnaround of a family-owned newspaper publisher. In a departure from previous management, he implements a new compensation scheme that explicitly ties executive pay to market-value-based measures of firm performance. Because the... View Details
      Keywords: Family Business; Transformation; Asset Management; Wages; Balanced Scorecard; Family Ownership; Motivation and Incentives; Valuation; Journalism and News Industry
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      Gilson, Stuart C., and Jeremy Cott. "Donald Salter Communications, Inc." Harvard Business School Case 295-114, March 1995.
      • September 1994 (Revised September 1994)
      • Case

      Acer Group, The: Vision for the Year 2000

      By: D. Quinn Mills and Richard C. Wei
      In the early 1990s, Acer, Inc. set two goals: to be a top-five PC company worldwide in 1995 and to be a global consortium of companies by the year 2000. The company identified potential obstacles concerning capital, image, number of experienced international managers,... View Details
      Keywords: Mission and Purpose; Goals and Objectives; Management Analysis, Tools, and Techniques; Organizational Structure; Global Strategy; Multinational Firms and Management; Experience and Expertise; Marketing Strategy; Production; Rank and Position; Business Strategy; Capital; Computer Industry; Japan
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      Mills, D. Quinn, and Richard C. Wei. "Acer Group, The: Vision for the Year 2000." Harvard Business School Case 495-001, September 1994. (Revised September 1994.)
      • May 1994 (Revised October 1994)
      • Case

      Motorola: Institutionalizing Corporate Initiatives

      By: Shoshana Zuboff and Janis Lee Gogan
      Motorola became a recognized quality leader in large part by becoming a leader in employee education and by encouraging "participative management." Through the Motorola Training and Education Center, later Motorola University, the company invested substantial resources... View Details
      Keywords: Experience and Expertise; Customer Satisfaction; Training; Human Resources; Leadership; Management Analysis, Tools, and Techniques; Corporate Strategy; Education Industry
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      Zuboff, Shoshana, and Janis Lee Gogan. "Motorola: Institutionalizing Corporate Initiatives." Harvard Business School Case 494-139, May 1994. (Revised October 1994.)
      • March 1994 (Revised February 2001)
      • Background Note

      Why Manage Risk?

      By: Peter Tufano
      Conventional finance theory demonstrates that, under simplistic assumptions, firms cannot add to shareholder value through the use of risk management activities. Modern finance theory has begun to carefully consider and examine those circumstances under which firms can... View Details
      Keywords: Risk Management
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      Tufano, Peter, and Jon Headley. "Why Manage Risk?" Harvard Business School Background Note 294-107, March 1994. (Revised February 2001.)
      • December 1993 (Revised November 2009)
      • Case

      Manville Corporation Fiber Glass Group (A)

      By: Lynn S. Paine and Sarah Gant
      Manville Corp.'s senior managers must decide how to respond to a new scientific study suggesting that fiberglass, the source of 75% of the company's profits, may be another asbestos and must act under conditions of great uncertainty. In particular, when should a... View Details
      Keywords: Communication Strategy; Decision Choices and Conditions; Ethics; Health Disorders; Risk Management; Marketing Communications; Product; Corporate Social Responsibility and Impact; Safety; Consumer Products Industry; Industrial Products Industry
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      Paine, Lynn S., and Sarah Gant. "Manville Corporation Fiber Glass Group (A)." Harvard Business School Case 394-117, December 1993. (Revised November 2009.)
      • November 1993 (Revised April 2007)
      • Case

      Continental Airlines--1992 (Abridged)

      By: Stuart C. Gilson
      The CEO is preparing a recommendation to the board regarding several potential outside investments in the company, which is currently operating in bankruptcy. In making his decision, the CEO has to consider various financial and strategic factors, including possible... View Details
      Keywords: Capital Structure; Cash Flow; Cost of Capital; Insolvency and Bankruptcy; Investment; Taxation; Risk and Uncertainty; Valuation; Aerospace Industry; United States
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      Gilson, Stuart C. "Continental Airlines--1992 (Abridged)." Harvard Business School Case 294-058, November 1993. (Revised April 2007.)
      • October 1993
      • Case

      Analyst's Dilemma (A), The

      By: Joseph L. Badaracco Jr. and Jerry Useem
      A young investment banker returns home one night to find that her roommate and best friend has been laid off from Universal Bank because Universal is shutting down its capital finance group. Her roommate makes her promise to keep this information confidential because... View Details
      Keywords: Ethics; Values and Beliefs; Leveraged Buyouts; Conflict of Interests; Decision Choices and Conditions; Risk and Uncertainty
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      Badaracco, Joseph L., Jr., and Jerry Useem. "Analyst's Dilemma (A), The." Harvard Business School Case 394-056, October 1993.
      • September 1993
      • Case

      Manufacturing at ALZA: The Right Prescription? (A)

      By: Dorothy A. Leonard
      ALZA, a company specializing in drug delivery systems such as transdermal patches, considers manufacturing its own products. Until now, the company has conducted research and development on its patented system but has then licensed the technology to client-partner... View Details
      Keywords: Business or Company Management; Technological Innovation; Innovation and Management; Growth and Development Strategy; Problems and Challenges; Production; Research and Development; Organizational Change and Adaptation; Pharmaceutical Industry; Medical Devices and Supplies Industry
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      Leonard, Dorothy A. "Manufacturing at ALZA: The Right Prescription? (A)." Harvard Business School Case 694-019, September 1993.
      • July 1993
      • Case

      Air Miles Canada

      By: Thomas O. Jones, Leonard A. Schlesinger and Roger H. Hallowell
      Air Miles Canada both increases customer loyalty by rewarding shopping frequency at specified merchants, and enables its sponsors to develop a new, more complex understanding of their customers' (and potential customers') shopping habits, thus making future customer... View Details
      Keywords: Programs; Customer Relationship Management; Information Management; Air Transportation Industry; Canada
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      Jones, Thomas O., Leonard A. Schlesinger, and Roger H. Hallowell. "Air Miles Canada." Harvard Business School Case 694-008, July 1993.
      • March 1993 (Revised July 1994)
      • Case

      Gerber Products Company: Investing in the New Poland

      By: Debora L. Spar
      Examines Gerber Products Co.'s evaluation of Alima S.A., one of Poland's largest food processing plants, as a potential overseas investment in 1991. Factors that influenced Gerber's decision are discussed in detail: property rights, taxation issues, and Poland's... View Details
      Keywords: Foreign Direct Investment; Food and Beverage Industry; Poland
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      Spar, Debora L. "Gerber Products Company: Investing in the New Poland." Harvard Business School Case 793-069, March 1993. (Revised July 1994.)
      • March 1993
      • Background Note

      Note on Information Technology and Strategy

      By: Richard L. Nolan and Katherine Seger
      Provides a context for the evolution of information technology in business organizations, explains the emergence of information as an important resource to be managed, and provides a framework for assessing the strategic potential of information in the firm. View Details
      Keywords: Information; Information Management; Information Technology; Business Strategy; Competitive Strategy; Cooperation; Adoption; Body of Literature; Archives; Annual Reports; Information Technology Industry
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      Nolan, Richard L., and Katherine Seger. "Note on Information Technology and Strategy." Harvard Business School Background Note 193-137, March 1993.
      • November 1992 (Revised December 1992)
      • Case

      Deere & Co. (A): The Computer Aided Manufacturing Services Division - A Window to the World (Abridged)

      By: Robert H. Hayes
      The Computer-Aided Manufacturing (CAM) Services Division of John Deere has just received approval to sell their software and computer systems to external customers. These tools, initially developed for internal use, have been widely used throughout Deere. Still,... View Details
      Keywords: Information Infrastructure; Applications and Software; Machinery and Machining; Technological Innovation; Markets; Marketing Strategy; Product Launch; Outcome or Result; Computer Industry; Manufacturing Industry
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      Hayes, Robert H. "Deere & Co. (A): The Computer Aided Manufacturing Services Division - A Window to the World (Abridged)." Harvard Business School Case 693-051, November 1992. (Revised December 1992.)
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